Educational seminars set for market

By Furniture Today Staff -- Furniture Today, September 16, 2007

All seminars are free and held in the Retailer Resource Center on the 12th floor of International Home Furnishings Center, unless otherwise noted.

Monday, Oct. 1

8:30–9:30 a.m.

When the Going Gets Tough, How to Get Going

Philip Gutsell, GutSell & Associates

When customer traffic slows due to uncontrollable circumstances and your bottom line is threatened, it's time to review your marketing plan. Learn about budgeting, merchandising, advertising and selling strategies. In addition, there will be a discussion on effective promotions to increase sales volume while maintaining margins, costs and your image.

10–11 a.m.

Lighting Up Sales

Monte D. Lee, Service Lamp Corp.

Energy costs and electricity rates are rising. What can a retailer do? What can we do without incandescent light bulbs? Is compact fluorescent the answer? Lighting is an important part of your merchandising plan. Learn how to make it more efficient and less costly.

11:30 a.m.–12:30 p.m.

Build an Exceptional Sales Team through Exceptional Coaching

Shelley Parlin, ProfitSystems

Sales managers are in the sales associate business. Sales associates are in the customer business. Sales managers are invited to join an interactive seminar providing proven techniques to drive sales, increase morale, create a team selling environment and enhance the customer experience. Be ready to work. This is a roll-up-your-sleeves seminar.

Noon–1 p.m.

Panel: S.O.S. (Start Out Smart) Applying the Market's Hot Styles and Designs Now

Gale Steves, Open House Productions

A "street level" analysis of design and style trends from a panel featuring Steves as moderator, with top designers and merchandisers, including Marta Benson of Gump's, San Francisco; Jennifer Keys of Parker Furniture, Beaverton, Ore.; Rebecca Miller of Gabberts Furniture and Design Studio, Minneapolis; Jeff Pipes of Carls Furniture, Coconut Creek, Fla.; and Warren Shoulberg of HFN, New York. Free box lunch. IHFC's Club Level, Green Wing, Ballroom B.

1–2 p.m.

The Magic Bullet of Customer Satisfaction

Samantha Kurtz, Kurtz & Associates

This seminar will review the most up-to-date research results — the new role of the Internet in purchasing, the impact of price, desired salesperson attributes, etc.— and outline steps to take to stay in step with your buying public, so they stay satisfied and willing to spend their discretionary dollars with you.

2:30–3:30 p.m.

Connecting With the Customer Who Demands Control

Douglas Knorr, Knorr Marketing

Learn how you can bring traditional branding media and the Internet together to connect with your customer. You'll learn how to leverage your advertising budget to gain a stronger knowledge of what your customers want and open an ongoing communication that allows you to give the customer the control they are seeking.

4–5 p.m.

Realize a Sales Lift from the Same Foot Traffic by Utilizing Kiosks

David C. Weyher, Showroom Technology

Using technology with a simple change in the sales floor process can have a significant improvement on sales. If you are like most retailers and spend 7% or 8% of sales driving customers to your store, you will benefit from hearing how to improve the return on advertising and promotion dollars.

Tuesday, Oct. 2

7:30–8:30 a.m.

Reinventing Yourself is a Contact Sport

Juli Ann Reynolds, CEO of the Tom Peters Co.

In an event in support of WithIt, or Women In the Home Industries Today, Reynolds draws on her personal trajectory of continuous reinvention to help "women roar" with success. Reservations required by calling (336) 888-3751 or e-mailing akelley@ihfc.com. IHFC's Club Level, Green Wing, Ballroom B.

8:30–9:30 a.m.

The Outlook for the U.S. Furniture Industry

W.W. "Jerry" Epperson, Mann, Armistead & Epperson

Get an overview of the industry with a focus on changing trends and the outlook for 2008 from this furniture research specialist

10–11 a.m.

Maximize Your Profit during Deflation

John Egger, Profitability Consulting Group

As the center of the furniture industry moves from North Carolina to Shanghai, China, and deflation affects virtually all furniture companies, learn how to make deflation a plus and profitable for your company.

11:30 a.m.–12:30 p.m.

Sales + Design = Profit

Cathey Manley, Cathey Manley & Associates

When your staff members understand basic design skills, they create larger tickets, satisfied customers, more referrals ... and that equals more profit.

Noon–1 p.m.

Emotional Rooms: Inspirations for Personal Design

Benjamin Noriega-Ortiz, Metropolitan Home Collection designer and author

Designers and retailers will be stimulated to look into their own experiences to discover the elements that produce emotional rooms with clarifying simplicity. A book signing of "Emotional Rooms" and surprises follow his presentation. Sponsored by IHFC and Carolinas Chapter, International Furnishings and Design Assn. Lunch is $15 and reservations are required by calling (336) 888-3751 or e-mailing akelley@ihfc.com. IHFC's Club Level, Green Wing, Ballroom B

1–2 p.m.

Productivity within the Furniture Warehouse

David Duff, David Duff Furniture Warehouse Consulting

Learn strategies that will reduce the quantity of inside warehouse workers and allow for a quality product to be delivered. Payroll and customer complaints will decrease, while productivity and profits will increase.

2:30–3:30 p.m.

Five Direct Marketing Campaigns & 10 Tips for Making Them a Success

David Lesniak, Imtek Direct Marketing

Learn about direct marketing campaigns designed to increase store traffic and not break the bank. These campaigns are designed to target both new and existing customers. Ten additional tips will help make any direct marketing campaign a success.

4–5 p.m.

The Secrets of Recruiting the Best Sales Professionals

Jim Grandillo, JRM Sales & Management

Salespeople are all around but we don't see them, maybe because we don't know what we are looking for in a salesperson. When we interview them they sell us, but when we put them on the sales floor they can't sell our customers. Learn the secrets and gain a greater understanding of how to increase the probability of a successful hire.

Wednesday, Oct. 3

8:30–9:30 a.m.

Recession-Fighting Advertising Workshop

Leo Levinson, Prescott/Levinson Advertising

Yes, you can beat today's economy. Hear dozens of powerful advertising and media ideas you can put to good use to help you drive traffic and sales during slower economic times. Let the recession happen to someone else.

9–10 a.m.

Get Found or Get Lost — What You Need to Know about Local Search and Succeeding with Online

Andy Bernstein,FurnitureDealer.net.

Find out how to get found online. No matter whether you are a designer, merchandiser or salesperson, getting found on the Internet is absolutely essential for success today. As the quick search medium of choice, consumers rely on searching locally for what they want when they want it. And that leaves little choice other than learning the proven paths to be found online. Free pastries and beverages. IHFC Green Wing, 11th Floor, High Point Room

10–11 a.m.

Using the Internet to Reach Customers Beyond the Retail Store

Manoj Nigam, Micro D

Some 82% of consumers in the United States are researching furniture over the Internet before making a purchasing decision. Learn strategies on using the Internet effectively for product presentations, furniture visualization and reaching potential customers in order to increase sales through your Web presence.

10 a.m.–noon

State of the Industry

Lloyd Princeton, Design Management Co.

Sponsored by the Interior Design Society, this seminar is $15 for IDS members and $20 for non-members. Register by calling (800) 888-9590 ext. 6115, or by visiting www.interiordesignsociety.org. IHFC Green Wing, High Point Rooms A, B and C.

11:30 a.m.–12:30 p.m.

Affordable Ideas to Rev Up Your Business

Connie Post, Connie Post Cos.

An action-packed hour on store design, product changes, marketing ideas and more from retail design authority Connie Post. You will leave this seminar with at least 20 ideas to rev up your business.

Noon–1 p.m.

Getting in Touch with Your Own Internal Design Celebrity

Kenneth Brown, celebrity designer and HGTV personality

With before-and-after plus other captivating images, learn how the dreams, wishes and interior aspirations of the rich and famous arise from a universal desire to live graciously, comfortably and simply. Sponsored by IHFC and the Carolinas Chapter, IFDA. Lunch is $15 and reservations are required by calling (336) 888-3751 or e-mailing akelley@ihfc.com. IHFC's Club Level, Green Wing, Ballroom B.

1–2 p.m.

It's on TV! Successful Broadcast TV & Cable Advertising for Retailers

Charles Horich, Jon Parks, Brad Lebow and Chip Hector, Horich Parks Lebow Advertising

Learn how to maximize this powerful advertising vehicle and make your commercials and media buys stand out. Bonus: The latest arsenal of Best Ideas.

2–4 p.m.

Historic Preservation Colors and New Urbanism Trends

Lisa Jenkins, Sherwin Williams

Sponsored by the Interior Design Society, this seminar is $15 for IDS members and $20 for non-members. Register by calling (800) 888-9590 ext. 6115, or by visiting www.interiordesignsociety.org. IHFC Green Wing, High Point Rooms A, B and C.

2:30–3:30 p.m.

Get Published: Using PR to Reach the Media

Sarah Gallop, Design Management Co.

While interior designers are becoming increasingly aware of the value of high-quality public relations plans, it's tough to find a credible PR program that takes the unique and creative design industry into account. Learn what you need to try your hand at your own PR, as well as the resources that can help take you there.

4–5 p.m.

The Sky is Falling! Managing Motivation, Fear & the Rumor Mill

Gloria Walsh, Storis Management Systems

How much time and labor are you spending trying to manage misinformation? Learn how to manage negative employees and their effect on company morale, as well as strategies to combat fear and stop the rumor mill.

Thursday, Oct. 4

8:30–9:30 a.m.

Using Your Real Estate as a Tax Strategy to Increase Cash Flow

Ed Helms, Cost Segregation Study

Cost segregation is an IRS-approved method to have an engineered study conducted on your commercial property. Rather than using a typical 39-year depreciation schedule, this can lead to having 20% to 40% of your assets accelerated to schedules of five, seven or 15 years. Learn the techniques of cost segregation and what properties qualify. It will show the savings owners can expect to receive, and will include the offer of a free benchmark analysis on your commercial property.

9–10 a.m.

Design Kabuki: The Intimate Dance of Texture, Color and Application

Joe Ruggiero, designer and HGTV host

This buoyant television host, magazine editor, award-winning designer and prized interior designer will narrate today's design kabuki every designer and retailer needs to know. Get ready for Joe to present the dance of outside furniture moving inside and, vice versa, with interiors becoming acceptable exteriors. A former editor of Home magazine, Ruggiero is host of HGTV's "Homes Across America" and "World of Design." Free pastries and beverages. IHFC Green Wing, 11th Floor, High Point Room

10–11 a.m.

Showrooms that Work

Stan Bossler, Bossler Design Services

In today's competitive retail market, proven showroom planning and visual merchandising techniques are essential tools for the home furnishings retailer. Bossler will guide you through successful planning showroom layouts. Traffic flow, finishes and emerging design trends will be discussed, as well as visual merchandising standards, including composition, propping and lighting.

11:30 a.m.–12:30 p.m.

Managing Your Media Mess

Willie Davis, R&A Marketing

When should you think about using TV, newsprint or direct mail? Which medium is the best sprinter and which is the best marathon runner? How do you whip up a crowd on radio? This seminar will help ease your media doubts and help you hire the right media for the right message.

11:30 a.m.–2 p.m.

Lifestyle Selling: More Profit from Every Project

Melissa Galt, designer, coach, author, speaker

Sponsored by the Interior Design Society, this luncheon and seminar is $25 for IDS members and $35 for non-members. To attend the seminar only is $15 for IDS members and $20 for non-members. Register by calling (800) 888-9590 ext. 6115, or by visiting www.interiordesignsociety.org. IHFC International Ballroom.

Noon–1 p.m.

Raymond Waites Gets All Dressed Up with Accessories

Raymond Waites, designer

Witness a presentation using decorative accessories available to all designers and retailers. See Waites' powerful parallels of accessorizing himself and a cozy vignette. He will clearly fuse style and design, showing the emerging blend-trend of ModTra (Modern Tradition). Free box lunch. IHFC Green Wing, 11th floor, High Point Room

1–2 p.m.

Why Customers Do Not Buy

Joe Connolly, Lynch Sales Co.

All customers face the same questions: Where to go, what to buy, what if it doesn't look right, what is the best value and, most importantly, what if I make a mistake? Fear is the No. 1 reason customers do not buy. Learn how to eliminate fear and other reasons why customers do not buy.

2–3 p.m.

Home Accents Today on hot styles, trends

Jenny Heinzen York, Home Accents Today

Home Accents Today's editor-in-chief presents an exclusive review of current and emerging styles in home accents. Get a sneak peek at hot products debuting during the fall High Point Market. Complimentary tea and snacks. IHFC Green Wing, 11th floor, High Point Room.

2:30–3:30 p.m.

Strategic Considerations

Bob George, Impact Consulting Services

Learn 30 factors that will change the way you conduct business. Your strategic response will spell the difference between success and failure. Be one of the 50% still standing at the end of the decade.

4–5 p.m.

Your Most Important Customer? It's Not Who You Think It Is!

Bill Stuart, Stuart & Associates

Your most important customer is the one with a return. Seventy percent of returns have nothing wrong with them

and 47% of customers returning a product leave the store without a replacement product. This seminar covers planning for customers with returns, internal analysis (reports, compensation, appraisals, inventory), managing the returns inventory and the five phases of the return.

6–9 p.m.

WithIt Competitive Intelligence/Trends Forecast

Hear the trends forecast for the industry in a panel discussion sponsored by WithIt, 220 Elm, Outer Limits and Seco. Complimentary appetizers and beverages. Held at 220 Elm in the Outer Limits showroom, space 311.

Friday, Oct. 5

9–10 a.m.

Cultivating Friends & Family: How Carefully Managing a Sale Produced Millions

Nancy Conway, La-Z-Boy Furniture Galleries

Conway will detail how she nurtured and transformed a $4,000 design assignment more than a decade ago into an integrated million-dollar stream of continuous business. She will detail her disciplined relationship-building sales technique. Free pastries and beverages. IHFC's Green Wing, 11th Floor, High Point Room

Noon–1 p.m.

Building a Brand with Personality — Standing Out From the Crowd.

Mary Liz Curtin, Leon and Lulu

Building a brand that showcases individuality will distinguish your store from the competition, strengthen the connection with your customers and increase sales. See examples of great brands, both large and small, and find out what works, what doesn't, and why. Free box lunch. IHFC's Club Level, Green Wing, High Point Room.

Saturday, Oct. 6

Noon–1 p.m.

Huetopia — A Colorful Place Full of Inspiration

Becky Ralich Spak, The Sherwin Williams Co.

Color has always taken us to new worlds and is always evolving. It can fire imagination, spark creativity and engage the senses. If you know where to look for it, color inspiration comes from all around. Spak will explore color, its profound impact on design and in our lives and the color trends for 2008. Free box lunch. IHFC's Club Level, Green Wing, Ballroom B.